Director of Revenue Operations

We’re seeking a Revenue Operations leader to architect and scale the operating system behind our go-to-market engine.

Revenue Operations is responsible for enabling efficient, scalable, and data-driven go-to-market (GTM) execution across the organization. RevOps ensures that systems, data, processes, and reporting support business growth and allow leadership to make informed decisions.

This role combines strategic partnership with hands-on execution, serving as a trusted advisor to the GTM Leadership (CRO, VP Sales, VP Mrk, etc.), reporting to the CFO, and acting as the operational backbone connecting Sales, Marketing, Customer Success, Finance, Product, R&D, Legal, and Systems.

You will turn GTM strategy into operational reality, driving alignment, clarity, and scalable processes that enable predictable, efficient growth.

Responsibilities

What You’ll Own

1. GTM Performance Monitoring & KPI Management - RevOps is responsible for measuring and monitoring the performance of all GTM functions.

• Define and maintain GTM KPIs across departments:
• Marketing (pipeline generation, CAC, MQLs)
• BDRs (Pipeline, SQLs, conversion rates)
• Sales (pipeline, conversion rates, win rate, deal cycle, bookings
• Customer Success (renewals, expansion, churn, NRR)
• Maintain executive dashboards and performance reports
• Monitor weekly/monthly GTM performance
• Identify trends and performance deviations
• Ensure leadership has clear visibility into revenue health
• Remove operational friction

2. Revenue Forecasting - RevOps owns the operational process of revenue forecasting:

• Build and maintain forecasting models
• Support leadership with pipeline and revenue projections
• Monitor pipeline health and coverage
• Identify forecast risks
• Ensure forecasting processes are standardized across sales teams
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3. Gap Analysis & Business Insights - RevOps identifies operational gaps that impact revenue performance.

• Analyze gaps across:
• Sales execution
• pipeline conversion
• Customer lifecycle
• Operational processes
• Legal or contractual bottlenecks
• Build reports and dashboards that highlight:
• Conversion leaks
• Process inefficiencies
• Customer lifecycle friction
• Contract or legal delays
• Recommend improvements to leadership

4. Data Accuracy & Systems Integrity RevOps ensures that all GTM systems reflect accurate and reliable data.

• Maintain data quality standards across systems
• Own the integrity of GTM systems including:
• CRM, Marketing automation, Customer systems, Revenue reporting tools
• Define and enforce data governance processes
• Audit data accuracy regularly
• Design and improve end-to-end revenue processes
• Ensure systems support business workflows and reporting needs
• Drive automation where possible
• 
  

5. Cross-Department Operational Alignment -RevOps works cross-functionally to ensure efficient business operations.

Key partners:

Sales, Marketing, Customer Success – GTM execution

Finance – revenue reporting, ARR tracking, planning

Product – customer feedback, product usage insights

R&D – system integrations and data flows

Legal – contracting workflows and deal approvals

Systems – tools, infrastructure & processes

Requirements

Experience & Skills

• 6+ years in Revenue Operations, Sales Operations, or GTM Operations (B2B SaaS/data/enterprise).
• Proven experience scaling revenue operations in a growth-stage company.
• Strong analytical mindset, comfortable working with data, models, and metrics.
• Hands-on experience with CRM systems (e.g., Salesforce) and RevOps tooling.
• Ability to balance strategic thinking with execution.
• Experience supporting enterprise sales.
• Familiarity with usage-based or data-driven pricing models.
• Experience working closely with Product and Finance.

How You Work

• You bring structure without over-process.
• You’re proactive, opinionated, and comfortable challenging assumptions.
• You communicate clearly with both executives and frontline teams.
• You take ownership and follow through.

Why This Role Matters

This role is central to Nimble’s ability to scale. You’ll shape how revenue really works here—how we plan, how we execute, and how we win. If you want to build something meaningful, visible, and lasting, this role has real leverage.

How We Work at Nimble

• We value clarity, ownership, and trust.
• We move fast, but we care about sustainability.
• We expect leaders to think, not just execute.
• We believe great systems enable great people

About us

Nimble is the company leading the AI web search category. Our products are used by leading businesses in financial services, retail, market intelligence, and coding to build best-in-class AI agents with accurate, auditable programmatic access to the web.

We've raised over $70 million from Norwest, Databricks Ventures, Target Global, Square Peg, and others to build expert-level web search for AI. Hundreds of enterprise customers already run on Nimble, and we're forming a world-class team of engineers, researchers, designers, marketers, sellers, and operational experts to achieve our mission.

Why join Nimble?

• Work on a deeply technical platform powering real-time AI and enterprise decisions
• Help define the future of Web Search Agents and live web intelligence
• Build alongside a sharp, mission-driven team that moves fast, ships often, and takes ownership